Closing big deals for Support

How to create outlook signature

sounds good is all about helping sales teams codify best practices for how they close big deals when we talk to different sales teams I mean myself tend to say okay we've got a sales process but the sales team is still winging it on big deals and the reason for that is that going from a marketing qualified lead to a successful close one situation it's pretty challenging in this space you've got many steps you've got to navigate you've got a lot of stake also you've got to drive a buyer consensus on the customer side but even on the sales team side you've got many team members need to be involved in the process not just in the sales team but potentially marketing other players as well you know like every deal looks different and finally I got a lot of content and messaging that you need to convey to the buyer to facilitate the deal and the reality is that tools like Salesforce might be great at measuring tracking recording pipeline but I don't actually actively help the sales people the sales team navigate these big deal cycles and so what we're all about here it sounds great he's really providing a solution for sales teams where they can actually embed their sales process the sales playbook in their day-to-day workflow in a way that's Dynamic not a static document and in a way that actually integrates not only the what they've got to do but actually how they do it so both the sales process and the methodology embedded in their workflow in a dynamic database and what we're doing with sales grid is we're actually embedding that as a companion to Salesforce if you think about Salesforce you have different stages you might have five six seven eight stages to find in your pipeline in Salesforce for your opportunity management what we do at sales grid is that we've got this concept of a playable some people think of playbooks in different ways the way we Define A playbook is really an end-to-end system from taking you from mql through to close one and the Playbook is made up of a number of steps it could be one two or three or more steps in each stage when you have the key events or deliverables that need to be action successfully in each stage of your pipeline and then against each step what we do is part of this whole system is you can Define for each step what is the objective from a buyer point of view what are the extra criteria that need to be a met successfully complete this step what are the key actions what are the mandatory things that need to be executed every time on a step but also what are the optional things so what's the Nuance what are the things that you might do in a particular type of situation for a particular type of buyer the sign or a particular vertical situation and then finally what are the skills you need to master to actually be able to execute best practice on this step in the Playbook this applies to all the stages in your playbook crucially what we then do apart from mapping all this out in a dynamic way that's embedded in the day-to-day workflow we then integrate the content system with this Playbook so what makes sales grid different from other enabling Solutions is sure we've got a great content management system but it's fully integrated with all these elements of creating best practice in your sales Playbook that's lined up to all your stages in Salesforce or stages if you're using different CRM we're going to have a look at how the product looks and what we're actually building out over the next couple of months so you can launch an amazing Playbook at your kickoff in 2023. imagine you're a salesperson you're working in a sales team and probably two of the most common questions sales people ask when it comes to enablement is where do I find stuff there's so much content information how to do stuff what I find it and secondly how do I actually execute the sales process even for established people really trying to understand how to navigate these really big deals can be very tricky and so salesman's all about solving for that we have these two tabs up here content and playbook in particular we talk about execution we're going to focus on insights and activity as well as the Playbook companion for this demo we're focusing on firstly the content sounds good has a really powerful content system as you'd expect you can load up all types of files PowerPoint text word excel links to Google Drive PDFs case studies a whole lot the custom tagging I can pick up a file here I can view it in line I can download it share everything you'd expect this video is not about trying to talk too much about the detail there needless to say we have a really strong content system that's great for sales enablement if you're looking for a Content system but what's really important about sales grid what's really unique and potentially is enormous Powers this idea of then integrating all that content with your end-to-end system for how you sell and we call that system A playbook as you can see here the Playbook at the top level we map it out in terms of the stages and then the steps in each stage so to be really clear here we've got five stages but you could have six seven eight nine in Salesforce you can add stages you can change the order you can move everything around it's really easy to manage totally tailor it to your process crucially against each stage you then have these steps like I said and so on the proposal accepted here there could be a stage build consensus and then present a winning proposal is two steps against that stage the next level is you're now making it clear to the salesperson these are the key things the key steps you need to navigate and you can have to get really good at being able to execute these steps the next question is or for example how do I present a winning proposal here at Acme Corporation what's awesome about sales grid is every step you can then map out firstly what's the objective of the step what's the key purpose of this step you can embed information around presentations for example provide more information about what's the purpose from a buyer's Journey point of view what's the purpose from the vendor's point of view Define the objective then Define the execute criteria these are the key results we need to tick off to know that we've successfully completed this step so that's great but then where it gets really powerful is then actually specifying what are the actions that we need to execute on a step so to present a winning proposal you might say that if you're going to present a winning profile or you'd need to First prepare a tailored demonstration you're not just going to rock up and do a boilerplate demo or Prezzo you might then rehearse the presentation and demonstration with your team that's in Orange because maybe that's an optional thing because maybe only do that on a particular types or really large super large deals for example then you know confirm the logistics for the meeting the must do checklist for running the meeting and the wrap email you can specify what does best practice look like for how we present a winning proposal here in our sales team it's more than just a list of things to do this is a dynamic system embedded fully integrated fully contents if I click on how to prepare a tailored demonstration then spells out any of the four key things I need to be doing as to prepare a really good tailor demonstration and by the way here's a little video that's embedded in here this is some external content and there's external content on how to give great product demos but this could be your own internal content could be training content this is just one example of how you can be really clear about what have you got do how do you do that again if you think about it in your organization you'd have a lot of this content you know how to do stuff what to do but it's in G drive it's all over the place it's in people's heads or whatever sales grid is all about getting that in the one place so people can really follow the guard rails of what best practice looks like furthermore I can flip through this Playbook so as you can see you can literally go through each step in the Playbook if I were to go to the next step drive a negotiation process this is another way of thinking about it to do a really good negotiation you've got a first plan for negotiation you know just rock up and hit up and negotiation get a plan for it you need to ask great questions you need to make concise and precise proposals you need to employ due to use of Silence in the meeting this is just a way of thinking about how to negotiate under ask great questions you could then have a list of the sorts of questions that are relevant to your business there might be really good questions to ask in the negotiation and then you can have related content again tips videos of really good meetings where there's been negotiation going back to our previous step here we we got an example here of embedded best practice content you'll also have related content against each action as well for example a medium wrap email you might have examples email cards here that show examples of really good emails to wrap a meeting with it in a case study attached and so on that's fundamentally what sales bid's all about Define best practice in your playbook integrate everything with a Content system so sales people know exactly where to find stuff and they know exactly what to do and then how to do it in our follow-up videos we'll show you Concepts around then how to master best practice and how to execute best practice and how to view it all manage it all inside Salesforce in summary sounds good it's all about getting everything together in the one place for your sales Playbook you've got sales process documentation you've got hundreds of files content best practice tips it's all been built up over the years or a lot of it's been built and yet it's really hard to actually step sales people through it whether they're new people even well established people sales good helps you get it all together in the one spot to find codify best practice in a dynamic way that's then embedded in the workflow of the salesperson or the sales team and an ongoing investment in best practices in your playbook this is not just a one-off thing you're going to keep building over time and ultimately it's going to boost your Roi in Salesforce because you've got this amazing Playbook that's at their fingertips inside Salesforce it's pretty awesome give us a intact we'll reach out and we'll set up a time to talk more about your sales process some methodology and how maybe sales grid can help in 2023